Are You Prepared to Win the Sales Race?

In his famous essay The Law of Accelerating Returns, Raymond Kurzweil wrote that the speed of technological innovation and competition ultimately drives down product costs at an ever-accelerating rate, forcing them to become commodities. In today’s market, there is plenty of hype about accelerating sales – all you need is that silver bullet marketing tool or social media tactic so your sales reps can instantly close deals!

The blunt reality is that many of these tools commoditize sales efforts because they fail to address the fundamentals of sales effectiveness. Often, business leaders don’t recognize that creating high speed sales organizations requires unique skills, many of which are not in their repertoire. It’s like assuming you know how to drive a Formula 1 race car because you drive fast on the freeway!

Here are five fundamental questions you must answer to build a high-speed Sales team:

Is your sales process designed for speed, not urgency?

Does your sales comp plan incentivize your team to accelerate sales?

Do your marketing efforts align with selling or create friction within Sales?

Do your Sales Managers use appropriate tools and techniques to develop highly successful sales people that sell at optimum speed?

Do your sales communications and prospecting efforts attract new buyers, or confuse them?

The purpose of this site is to share best practices ideas, thought leadership and practical techniques that you can use as a sales person, sales manager or business leader to improve your sales organization, and more important, accelerate revenue.

At the end of the day, this body of knowledge is what I believe you need to get your MBA for Sales.

“Terry's well-reasoned approach to business process / sales development was an incredible resource supporting my efforts. I would highly recommend Terry to any organization in search of experienced (and results oriented) leadership in business development.”Antonio Daniels, Director, US IT Infrastructure Services, McDonald's Corporation

Terry Walsh is a Trusted Executive Advisor known for his work helping clients create and execute revenue growth strategies, organize and build sales teams, and implement CRM systems. He focuses on helping sales leaders achieve their potential in building and managing effective sales teams. Author of “99 Questions to Achieving Your Sales Goals” (Amazon), which outlines a road map for success in both individual sales and managing sales teams, implemented in dozens of clients. Terry's 25+ years’ experience and a proven track record help organizations build high-performing, well-managed sales teams that drive maximum revenue and create enduring customer relationships to exceed revenue, operational and strategic goals.

Terry has previously worked as an executive sales leader for major companies including Culligan International, Cendant Corporation, Whitman-Hart/marchFIRST, Digital Equipment Corporation, and others. He has supported dozens of clients as a consultant, trainer and project leader to enable effective sales organizations.

Use the 99 Questions Methodology to createcontent that alignsyour Sales and Marketing teams!Generate Leads thatcreate more salesresults.

You can get started todayby taking my free no-obligation99 Questions Survey—that’s right, the same content in my book “99 Questionsto Achieving Your SalesGoals” is available to helpyou evaluate your sales team.

Designed to stimulatethinking about your currentand desired sellingenvironments, and toprompt dialog betweensenior executives, salesmanagement and salespeople, my book is allabout the best practicesin creating and managingsales teams!

Sales-in-a-Box is an easy5-step process to createmore sales for your bus-iness using best practicestechniques that combinemessaging strategy,content development,websites and other technologies, andsales tools.